All posts filed under: Performance Metrics

Modern Performance Profile: Whitney Hillyer, Vice President of Customer Success at BounceX on team building, professional development, and more.

Whitney Hillyer (LinkedIn, Twitter), the Vice President of Customer Success at BounceX, began her tech career as an Interactive Project Manager with Home Depot, before moving on to Scanbuy, where she served as Director of Account Management and Client Services. Then Hillyer moved to Bitly, where in four years she rose from Senior Customer Success Manager to Vice President of Sales & Customer Success. Following her time with Bitly, Hillyer was Vice President of Client Success for Collective[i], before coming to BounceX. In this interview, Hillyer reveals her deeply methodical approach to various aspects of customer success and corporate management. She discusses how motivation and goal attainment can be pulled into alignment with professional development. She tells us how to measure morale, happiness, and the strength of client relationships—but also about the limits of those measurements, and how the value of, “You just know it when you see it,” persists amid the myriad metrics of a data-driven industry. What’s the secret to hiring for high performance? What are the important characteristics that you look for? …

Metrics of Success in Sales Development Rep Team Meetings: Modern Performance Expert Roundup

Metrics of Success in Sales Development Rep Team Meetings: Modern Performance Expert Roundup Productive conversations or time wasting wheel-spinning? Lively rhetoric or chaotic chatter? Agenda-driven time well spent, or Sales Rep emotional venting sessions? When it comes to team meetings, it can go either way- so learn how to wield this double-edged sword more effectively, with advice from our latest Expert Roundup. The numbers don’t lie, and our Experts outline how to use quantitative performance data and temporal agendas to make sure their group meetings don’t just convey weekly updates, but also elevate the skills and goals of every team member present. Read on for pro tips from our favorite SDR management gurus on how they run effective, focused, and productive team meetings that your Reps will look forward to.  What’s the secret to an effective team meeting? What’s the agenda and tempo for yours? What role do performance metrics play in team meetings for you? Brooke Lengsfelder, Director of Sales Development at mParticle In team meetings, metrics are a great way to pitch and …

Modern Performance Profile: Katie Cartwright, Head of Fulfillment Sales at EasyPost, on how communication influences performance, public positive reinforcement, and more.

Modern Performance Profile: Katie Cartwright, Head of Fulfillment Sales at EasyPost, on how communication influences performance, public positive reinforcement, and more. Katie Cartwright (LinkedIn, Twitter), the Head of Fulfillment Sales at EasyPost, began her sales career in commercial real estate.  From there she moved on to Chegg, where she started as an Advertising Operations Specialist and finished as BP Business Operations Manager.  Following her time with Chegg, she moved on to ADARA, where she was the Global Director of Sales Operations, running their sales planning and pre-sales support team and their sales operations.  Now at EasyPost Cartwright manages the full funnel inside sales team. In this interview, Cartwright discusses how she monitors her teams at every stage of their sales, and how that attention plus her understanding of interplay between metrics and employee performance pays off.   What’s the secret to hiring for high performance? What are the most important characteristics you look for? I look for a number of things; one of the most important is the ability to problem solve. I search for individuals who …

Chris Pollot, Director of Sales Development at UpGuard, Discusses Coaching Secrets, Recruitment, and More

Chris Pollot, Director of Sales Development at UpGuard, Discusses Coaching Secrets, Recruitment, and More. Leading a sales team can often feel like putting out fires, mitigating disasters, and otherwise being “on call” 24/7. So when Chris Pollot (LinkedIn) began his professional life in sales, but took a career “aside” to pursue actual firefighting and paramedics, it seemed like a natural transition. But knee surgery put a kibosh on his EMT ambitions, and so the current Director of Sales Development at UpGuard found his way back to sales as a recruiter for software startups. But his eyes were soon set on SaaS—and on sales roles like the ones he spent years headhunting for. Once Chris set his sights on software sales there was no turning back. He worked his way up from AE to Head of Sales Development for SaaS startup ClearSlide, building out their SDR team from zero to thriving in just three short years. At Showpad, he was brought on to do the same for their SDR organization, first internationally and then in North America—in …

Brooke Lengsfelder, Director of Sales Development at mParticle Discusses Management, Hiring, Team Cohesion and More.

Brooke Lengsfelder, Director of Sales Development at mParticle Discusses Management, Hiring, Team Cohesion and More.    Brooke Lengsfelder (LinkedIn) began her career at TalentBin as an SDR and then as an Account Executive, where she focused both on direct selling and sales enablement and management. From there, Lengsfelder moved on to a startup selling into recruiting agencies, HIRABL where she handled selling, growing, training and managing the sales team, and sales ops. Since then, she has continued to develop her focus on building and growing sales development processes, first at Quid, Inc. and now in the mobile space with mParticle, as their Director of Sales Development. Lengsfelder spoke with us about selecting and onboarding SDRs, and about the delicate balancing act of developing junior candidates into a cohesive and effective team, while concurrently preparing them to move ahead. What’s a secret for hiring for high-performance?  What are the most important characteristics that you look for? I tend to look for four characteristics: competitiveness, eagerness to make money, attention to detail and organization–I bucket those together–and …